Eric Graves

• Designed existing channel strategy that leveraged distributor CEO relationships to target lower tiered accounts while the direct sales force pursued larger accounts.
• Developed multiple “TUNet AIM Packaged” solution configurations to minimize the impact of channel partner support on scare engineering and field services resources.
• Developed comprehensive competitive market analysis including established distribution and sales agent relationships and competitive vendor vulnerabilities.
• Leveraged established GE Energy, Itron, BadgerMeter and Alcatel-Lucent OEM partner relationships to identify $22 Million in new revenue opportunities.
• Assessed market requirements to develop cost effective commercial Hosted Solution options to facilitate Smart Grid network adoption.

- Closed 7 new client projects to promote products, automate business processes, extend brand footprint and develop organizational skills. Included custom multi media and MMOG based 3D virtual world content, SaaS based Knowledge Management, Content Management, Learning Management and Registration solutions as well as consulting services.

Company is an aggressive start-up Franchiser growing locations 900% in 2 years in the $ 20 Billion local & long distance Moving & Storage industry. Recruited by Chief Operating Officer to drive 200+ new franchise openings.

Key Accomplishments:
- Secured $80 Million Waste Management, multiple $15 Million+ private investors that resulted in 900% US channel growth with a “reduced time-to-revenue” Corporate University.
- Personally built an e-learning curriculum, a Learning Management / Registration system and created all multimedia content that reduced on-boarding costs by 65%.
- Praised as “Key go-to advisor with deep understanding of the entire operational business model.”

AWS is a North American health care workflow productivity automation company targeting clinical and non-clinical patient care services. Recruited by President and reporting to VP, Sales and Marketing.

Key Accomplishments:
- Increased channel sales 250% and the channel sales pipeline to $4.5 Million in large region of 7 NE states and 6 Canadian provinces with virtually no brand recognition.

HGD Enterprises (Start Up…now Unit Dosing Solutions) Raleigh, North Carolina
Provided marketing and sales support to executive team to define health care business priorities: unit-dosing of bulk medications, pharmacy management and hospital management business opportunities.
EdenTree Technologies Camarillo, California & Raleigh, North Carolina
Supported CTO-Founder of this start-up company. Developed pricing strategy, product sales - warranty - software license terms and conditions and prioritized product roadmap. Tekelec & CISCO Systems product trials.

ACE*COMM Raleigh, North Carolina and Gaithersburg, Maryland
ACECOMM was a $ 7 M ($ 33M prior) Business and Operational Support System software company. Telecom Billing, Flow Through Provisioning, Billing Mediation, Customer Care, and Revenue Assurance applications.
• Provided consultative support to CEO related to China product distribution partner strategy.
• Negotiated Reseller Agreement for Hewlett Packard’s Fraud Management product.

SBS was a struggling $112 Million vendor (prior $ 178 M) application ready platform company for Industry, Telecommunications, Health Care, and Defense. Recruited by CEO, reporting to VP, Global Sales and Marketing.

Key Accomplishments:
• Only regional sales VP exceeding quota (110% of $ 32M quota) while corporate sales dropped 45%.
• Focused cross industry sales team to manage direct and indirect channels targeting marquee clients in a 26 state territory (South East and Central US): Ericsson, GE Medical, Northrop Grumman and many others.

Managed a $ 80M+ investment budget and a 450 person US and European product management, marketing and engineering staff responsible for six mission critical business solutions. Solutions were sold through a consultative sales model and implemented by Professional Services integration partners. Recruited by and reported to Group VP.

Key Accomplishments:
- Restructured this telecom solution development and product management division and reprioritized an $80 Million budget to resolve systemic issues to generate $180 Million per year.
- Salvaged $95 Million in revenues and fulfilled all contract commitments through extensive C level customer negotiations with strategic NA and European clients and partners.
- Reduced R&D expenses 10% through Stage-Gate management and financial oversight processes.

Responsible for IBM’s Broadband product portfolio delivered through IBM Global Services integration and consulting services. Clients: foreign governments, global carriers and content providers such as ABC and CBS.

Key Accomplishments:
• Won initial $2 M national Singapore government contract.
• Reprioritized investments by terminating 80% of product development projects due to weak business cases.
• Integrated multiple IBM groups into a focused global marketing and product management team.

Data Networks Division, Digital Switching Division

Key Accomplishments:
• Personally sold 60% of all US revenues in a 4 year period. President’s Sales Club 4 years running.
• Directed a highly successful distributed call processing software product generating $ 300 M in 2 years managing a $30M investment budget.
• Personally generated 23% of Divisional revenues via OEM sales channels.
• Successful strategic and tactical product plans within multiple business units typically staffed with a 15 person direct staff, $ 30M product development & marketing budget and a development staff of 150 software development engineers.
• Built national US sales team for Data Network Division achieving $30M in revenues.